Articles Tagged ‘selling’

I was recently talking with a business owner who was struggling to sell more to an existing client. He could not understand why the client would not take his calls unless he wanted to buy something. ‘I really want to try and build a relationship but how is that possible if he will not meet [...]

One of the things that amazes me about small and medium sized businesses is how they struggle with lead generation from existing clients. This should be one of the easiest sales to make. There are three main reasons for this:

‘How to Sell Thin Air’…..That was the title of the workshop I ran for Ecadamist Mark Underwood’s excellent Business NLP Group meeting last night. Its a club to show the business applications of NLP and was well attended by people who run their own business and people that work in companies in a non-sales [...]

A lot of people think they are engaging in consultative selling but really all they are doing is trying to second guess what their prospect is thinking. In this blog I share with you a game that you can play to make your sales meetings more fun and increase your sales too!
When I am training [...]

I have worked with a lot of people lately who have attended other people’s sales training programs and yet not getting results. The problem has NOT been the training itself but the fact that they were trying to sell the wrong thing.
Conventional sales training might teach you how to sell but it does not [...]

If you are having trouble justifying your fees then you need to REALLY understand Return on Investment (ROI) – it’s the key to earning higher fees and your clients still thinking you are excellent value.
Here is an outline of key concepts and I will be writing more about how to approach your sales meetings [...]

I had some heart warming news yesterday when someone who had attended my last Lead Conversion Masterclass told me excitedly how he had used one of the simple soft selling questions he learnt on the course and lead to a much bigger and smoother sale. He couldn’t believe how simple and yet powerful the approach [...]

Starting up in business can be an exciting time but also a daunting time too and in the excitement of getting things going, people often overlook the obvious. Profitable sales are the lifeblood of any business and selling is a skill. Without sales there is no business and for most starting a new business there [...]